OKBIT22 Managing
International Relations
Business negotiations simulation:
Instructions
Business negotiation simulation
Purpose is to practice negotiation skills in
a simulation = a make-believe negotiation
Everyone should get acquainted with the
material, otherwise it is not going to work
Simulation is on the 13th of March
Listen up!!!
The negotiations
The simulation is about a final sales
negotiation between two industrial
companies
Bolter = seller and Maverick = buyer
Product is a $3 million natural gas
compressor set for installation of an
offshore gas platform
The negotiators
There are 3 people in Bolter team and 2 in
Maverick (originally 3 and 3)
Each person has a certain role to play and
will get instruction material accordingly
Each participant of the negotiation will
have somewhat different personal and
professional motives regarding the deal
Roles
 There are five roles to be played, so we will have
two negotiation groups
 The roles are:
Bolter:
 Sales representative
 Regional sales manager
 Applications engineer
Maverick:
 Purchasing agent
 Production engineer
 (Consulting design engineer)
The negotiation groups
Group A
Bolter:
Xiaowen as Sales representative
Nicholas as Application engineer
Jukka as Regional sales manager
Maverick:
Erasmus as Production engineer
Minna as Purchasing agent (+ consulting design
engineer)
The negotiation groups
Group B
Bolter:
Crispus as Sales representative
Jere as Application engineer
Elina as Regional sales manager
Maverick:
Jyri as Production engineer
Sergei as Purchasing agent (+ consulting design
engineer)
The background
Your job is to come to an agreement
during the negotiations
During the negotiations you will bargain
over pricing, product and service options,
terms and conditions
The final agreement will consist of a
completed purchase agreement signed by
representatives of both parties
Previous to the negotiation
Bolter has submitted a price quotation for
the gas compressor set including several
product options and Bolter’s standard term
& conditions
You can see this quotation in your material
Get to know the material given to you well!
Before negotiations
On the negotiation day, from 9.50-10.20,
Bolter team is sent to a different location to
plan bargaining strategies and tactics
Maverick can also use this time to discuss
mutual objectives
This session lasts max. 30 minutes
Actual negotiations
The negotiations take place after the team
meeting
Lasts max. 1 hour
Private intra-team meetings are permitted
The simulation is complete when the final
contract terms are specified and approved
by both teams
Week after negotiations
We will go through the negotiations and
evaluate the performances
You have filled in “Negotiator evaluation
form” and “Team performance form”
Questions?